Our call will begin in just a moment
Please dial in to GoToMeeting...
HubSpot
Partner Success
Workshops
Thursdays,
Bi-Monthly @ 2pm EST
Your Host:
Nick “Sal”vatoriello
Senior Inbound Marketing Consultant
http://nicksalinbound.com/nick-sal
2
Our Agenda
1
Recognition
2
Guest Speaker
3
Skillz Training
4
VAR Announcements/Calendar
5
Attitude/Final Thought
3
Partner Success Workshop Archive Page
http://bit.ly/VARPSW
PC
CHAT WITH US!
MESSAGE ME USING THE
QUESTION PANEL:
-1.) Who you are, where you’re
calling from
-2.) Name of business
-3.) What you’re excited about
MAC
Recognition…
Recognizing
[Movers +
Shakers!]
1
3
PR Success: What VARs are
Making Headlines?
2
Inbound Marketing Success:
What content have you been
creating in HubSpot?
On-boarding success: What VARs
recently were certified?
4
Sales Tiers Success: Who
are our newest leaders on
the rise?
1
Which VAR Featured on
HubSpot’s VAR Webinar
Series?
[Webinar]:
The Art &
Science of
Selling Agency
Services: How to
Stop the Churn
500 Registered Attendees….
Question:
Why aren’t there more
partners making
headlines?
….Do you have an
inbound-oriented event
coming up you’d like to
promote?
2
Who has
begun
publishing on
HubSpot?
1st Offer
1st Email
1st Blog
Recognizing:
CONTENT CREATION SUCCESS
Who on the call published a lead-gen offer for the first
time?
1
Who on
the callTitle
published a marketing email in HUBSPOT
Current
Section
Highlight
thefirst
current
section if using agenda slides as section breaks
for the
time?
2
Who published a Hubspot Blog Post for the first time?
3
13
2
VAR
All-Star Board:
Leaders in…
Activation
+
Usage
+
Results
Your Partner All-Star Product Usage Leader Board:
10-12-2012
Question:
If you haven’t begun,
when will you start?
What can we help you
with?
3
Which VARs
just got
HubSpot
Certified since
last meeting?
1
3
Anchor Mobile, (IMC = Tim Dearlove)
2
RocketFuel, LLC
(IMC = Nick Sal)
Crocodile Marketing, Austrialia VAR!
4
(IMC = Tim Dearlove)
Fruition Interactive
(IMC = Al Biedrzycki)
VAR Training Overview
Month
1
Month
2
Month
3
 VAR Orientation
Session
 Campaign Progress
Assessment
 Driving ROI
Session
 Goal Setting &
Planning
 Contacts and
Prospects Training
 Campaign
Performance
 Landing Pages
Session
 Campaign Building:
Promote
Goal: Review
Advanced Campaign
Performance
 CTAs and Thank
You Pages Session
 Email Training
Session
 Campaign Building:
Lead Generation
Goal: Integration &
Lead Generation
 Analytics & Sources
Session
Goal: Campaign
Development &
Execution
Months
4-8
Months
9+
 Growing Your
Business with
HubSpot

How to Run a 6
and 12 Month
Check In
 Winning with a
Consultative Sales
Process

Ongoing Product
Training
 Making Happy and
Successful Clients
with HubSpot
 Onboarding
Strategy
 How to Renew &
Retain your
HubSpot Clients
Goal: Selling &
Onboarding
Goal: Account
Management &
Retention
Question:
Have you completed the
VAR Campaign
Courses?
If not now, when?
If not you, who?
4
Sales Tiers Success
MOVIE
Leadership
Speaker…
MOVIE
VAR On-Boarding
Success Training:
GUEST STAR…
The Case for Staying Small
– Building a Successful
HubSpot VAR
Presented by:
Todd Hockenberry, Top Line Results
GOLD Tier HubSpot VAR
Things we will discuss….
•
•
•
•
•
•
#inbound12
Top Line Results – Who we are
Why we did it the way we did
Thinking small
Building big
Picking the right clients
Structure for success
1
WHO WE ARE
#inbound12
Top Line Results
www.top-line-results.com
1
2
3
Todd Hockenberry –
Owner, Founder,
Salesman
HubSpotter Since: 2010
Number of HubSpotter Powered
Clients: 17 New Accounts, 28 HS
customer projects
Visits and Leads Generated with HubSpot:
way more for our customers than for us!
27
TLR’S G P C T
1
Goals For HubSpot
Use it to add value for our clients – not to reach a certain
revenue level for TLR
2
Plan/Strategy
Integrate HubSpot with our marketing and sales expertise to
deliver extraordinary value to B2B clients
3
Challenges You Faced Before HubSpot
Lead generation for B2B clients
Timeline
As long as HubSpot is the industry leader 28
Our value statement
We help B2B companies grow their
top line by helping people
implement common sense sales,
marketing, and business
development principles.
#inbound12
2
WHY WE DID IT
THIS WAY
#inbound12
• profitability
• focus
• lifestyle
#inbound12
3
WHY YOU CAN STAY
SMALL AND SUCCEED
#inbound12
You do not need to be a 30 person
firm to work with a large client.
You just need to be valuable.
#inbound12
Business owners want results
•
•
•
•
•
•
#inbound12
revenue growth
profitability
building management processes
strategy
people development
execution
Other reasons to stay small
outsourcing/contingent workers
technology enables it
risk reduced
many headaches eliminated
profitability Increased
become a trusted advisor – longer relationships,
consult on broader range of issues
• Lifestyle
•
•
•
•
•
•
#inbound12
IF YOU SELL RESULTS…..
SIZE DOES NOT MATTER
#inbound12
4
HOW?
#inbound12
Specialize in specific ‘business needs’ not
Inbound Marketing tactics
Create real expertise – add Inbound
Marketing to it
Diagnose in your marketing, deliver the
answers in the engagement
USE inbound marketing to reach goals
#inbound12
5
PICKING THE RIGHT
CLIENTS
#inbound12
Walt
Walt does not usually hire an
agency - he hires people he
trusts and knows
#inbound12
Selling
• ONLY deal with the economic buyer
• build relationship first, not a
proposal or menu
• come to agreement on the issues,
the benefits they should expect,
and your role in delivering value
• then present a summation of your
agreement
#inbound12
How do you add value?
Help them reach their business goals
Create meaningful engagements – not projects.
You are a business person, a peer to your clients, not an
account manager.
A consultant helps set the goals and keep the client on
track to meet them.
#inbound12
6
STRUCTURE FOR
SUCCESS
#inbound12
Structure
•
•
•
•
#inbound12
build you own marketing engine
focus on core client personas
partnerships
outsourcing
Marketing
•
•
•
•
•
#inbound12
inbound
service Marketplace
referrals
networking
up sell, cross sell
Build strategic partnerships
Do what you do best and outsource the
rest
•
•
•
•
•
#inbound12
design
graphics
P/R
PPC
writing
What to outsource?
•
•
•
•
•
•
#inbound12
Is it core to the goals of your company?
Is it critical to the success of engagements?
Is it a commodity or easily replaced?
Is it efficient for you to do the work?
Do you make high margins on this work?
Do you enjoy it?
Cut to grow
Cut the bottom and
replace with higher value
clients
Do you like working with them?
#inbound12
Set limits
do not be afraid to make your
clients follow them
#inbound12
@toplineresults.com
www.top-line-results.com
todd@top-line-results.com
#inbound12
Let’s Brainstorm
What’s 1 key take
away?
What’s 1 next step?
53
Promotion
[Calendar +
Resources!]
Upcoming Training Opportunities:
PRODUCT: Landing Pages Live Training Session: Fridays from 9-11am
Chris LoDolche, Inbound Marketing Professor : Register Here
Chip & Dan
Chip
& Dan
Heath
Heath
VAR BIZ: How to Renew & Retain HubSpot Clients: Fridays from 1pm-2pm EST
Register Here
PRODUCT: Blogging on HubSpot Live Training Session: Fridays from 2-3pm EST
Sarah Bedrick, Inbound Marketing Professor: Register Here
PRODUCT: Contacts & Prospects Tools Live Training: Tuesdays from 1-2pm EST Alan
Perlman, Inbound Marketing Professor Register Here
VAR BIZ: Making Happy, Successful Clients with HubSpot: Wednesdays from 1-2pm
EST Adrianne Mayshar, VAR Consulting Team: Register Here
VAR BIZ: Partner Success Workshops, Episode 4: Thursday, 11/1 from 2-3pm EST
Guest Starring …. bit.ly/VARPSW
More Free Consulting Help Available…
Academy.hubspot.com/register
BOOK OF THE MONTH:
SWITCH
1
2
Chip & Dan
Heath
What looks like a
people problem, is
often a situation
problem
3
4
What looks like
laziness may
actually be
exhaustion
What looks like
resistance, may
actually be a lack
of clarity
5
Tools you need
to motivate
change in your
organization &
57
clients
Mission: 30 minutes a day, every day,
then publish a recommendation
1
2
Consider
recommending
vs. reviewing
Share the learning.
What juicy nuggets?
Keep it short:
(250-500
words, 2-3 links,
1 descriptive
image)
3
4
Check the facts
(author history,
where to buy, stats
ect.)
5
Draft a bit of the
post each day
after reading.
58
Consulting Guide of the Month:
On-Page SEO Worksheet
Updated SEO Strategy + SEO Template from HubSpot's SEO Expert, Rebecca
Churt: 10-1-2012
Final Thought….
PSW Speakers –
Where Are they
Now?
IMR Corp:
“Schools Sales
Webinar”
IMR Corp –Sales that Scales!
Inbound Marketing for Schools Webinar
Share the love & support: @imrcorp
THANK YOU
THANK YOU
THANK YOU